Ask for the Sale?
For most companies, the business development research process typically begins at "ask for the sale" sstage. But there are actually several steps that occur before we get to this point in the lead development cycle (see a new whitepaper on our website). When you “ask for the sale,” be sure to demonstrate your superior knowledge of the lost account’s or prospect’s pain points (section 2 of the white paper). Think about the opportunities to get your foot in the door (section 3), and be sure to tie those steps into your overall solution. Be prepared to overcome specific obstacles (section 4). Mention that you have done your homework and that you are aware that they have a budget (section 5), but that they may not be satisfied with all vendors they are currently using (section 6). Try to demonstrate superior strengths in areas that are most important to this customer (section 7). And finally, be sure the specific offer (section 8) is a solution to a problem or a step forward toward a strategic goal.
Feel free to visit our website to learn more.
Depending on how much you want to save, you may need to make some difficult decisions.
Posted by: money | September 20, 2011 at 07:04 AM